Mike Kunkle

MARCH 31, 2023

For example, a salesperson who has strong relationship-building skills – especially trust-building – will likely be more successful in any sales environment, whether they are using Challenger, SPIN, Customer-Centric Selling, Value Selling, or my Modern Sales Foundations methodology. These organizations are just combining them.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Force Management

OCTOBER 13, 2022

Getting customer-focused is an organization-wide initiative that requires alignment of strategy, messaging, content and seller skills. Build a Message That Centers on Value. Alignment between Sales and Delivery is crucial to implementing the value framework. Sellers, however, tend to view their success point as the sale.

Stakeholders 71

Stakeholders Communication Value Selling Organization 71

DemandFarm

APRIL 13, 2023

Whether you’re new to Account Management or a seasoned KAM professional, this glossary can help you improve your knowledge of account management & strategic selling strategies and build stronger relationships with your most important customers.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

SOAR Performance Group

AUGUST 29, 2023

SOAR Performance Group, the leader in consulting and training for go-to-market organizations, won a coveted Brandon Hall Group Bronze Award for Excellence in the Sales Performance area, in the […] The post SOAR Performance Group and Seismic Earn 2023 Brandon Hall Group HCM Excellence Award™ for Bronze in Sales Performance appeared first on SOAR (..)

Sales 59

Sales Organization Marketing Value Selling 59

Hubspot Sales

MARCH 20, 2020

Image Source: Value Selling Associates. Per the sales coaching research, 65% of responding organizations saw improved retention rates for their sales reps. More and more organizations are recognizing the key role coaching plays in individual, team, and organizational effectiveness. Sales rep retention is a hot topic.

Sales 106

Sales Sales Training Sales Management Management 106

SBI

MAY 7, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Value Selling & ROI. You’ll need a new fuel source if you want to blast sales into the next stratosphere. Something, in otherwords, will have to change. Performance and Compensation. Power Prospecting.

Account Planning 55

Account Planning Value Selling Sales Media 55

SBI

MAY 7, 2015

Motivate and excite your entire organization. CPQ & Guided Selling. Value Selling & RO. Social Selling. Find the best sales tools to: Help salespeople convert more calls into appointments. Alert salespeople to whose most likely to buy right now. Handle inbound leads fast and effectively.

Value Selling 54

Value Selling Sales Analytics Sales Sales Leadership 54

Showpad

JULY 11, 2018

With this kind of momentum, we’ll see that Augmented Reality will start to cross over from consumer applications to being used more often in the business world and impacting companies in every industry and across different organizations – from hospitals to industrial environments. 3 Reasons Why Augmented Reality.

B2B 49

B2B Decision-making Sales Value Selling 49

SBI

MARCH 25, 2020

In the wake of social distancing recommendations and “shelter in place” declarations, this has left many sales organizations all over the world scrambling to equip their sellers with the resources they need to operate efficiently and effectively from home. Increase sales impact with value selling.

Remote Working 40

Remote Working Decision-making Value Selling CRM 40

SBI

OCTOBER 28, 2020

While sales enablement technology is the proven medium for sellers to deliver their sales stories in a way that resonates with modern buyers, to maximize return on investment, sales organizations need inspiring content. Buyers are bombarded with static, boring presentations. We didn’t want our pitch to be that way.

Marketing 48

Marketing Sales Healthcare Acquisition 48

Corporate Visions

APRIL 25, 2019

According to Wikipedia, an elevator pitch is “a short summary used to quickly and simply define a product, service, or organization and its value proposition.” And just about every sales organization under the sun spends a lot of time trying to perfect that pitch. Relying on the Standard Elevator Pitch.

Value Proposition 111

Value Proposition Decision-making B2B Profitability 111

SBI

DECEMBER 14, 2021

Mediafly , a leader in sales enablement, interactive content and value selling, today announced it has entered into a definitive agreement to acquire InsightSquared , a leader in revenue intelligence, forecasting and analytics. CHICAGO – December 15, 2021. About InsightSquared.

B2B 56

B2B Digitalization Decision-making Healthcare 56

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Value Selling & ROI. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

Account Planning 22

Account Planning Value Selling Sales Media 22

Blue Canyon Partners

JUNE 24, 2020

In what ways can your organization take advantage of this change? Value selling approaches will need to be aligned to the new normal. A new or altered value argument will need to be defined, articulated, and packaged to enable the sales team to sell successfully.

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52

Blue Canyon Partners

JUNE 24, 2020

In what ways can your organization take advantage of this change? Value selling approaches will need to be aligned to the new normal. A new or altered value argument will need to be defined, articulated, and packaged to enable the sales team to sell successfully.

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Value Selling & ROI. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

Account Planning 20

Account Planning Value Selling Sales Media 20

SBI

MAY 7, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Value Selling & ROI. As President of Smart Selling Tools , she consults with many of the top sales productivity software vendors as well as end-user organizations looking to select the right tools.

Account Planning 20

Account Planning Value Selling Sales Media 20

SBI

JANUARY 7, 2015

I encourage you to consider these top tools when evaluating sales acceleration solutions for your organization. iSEEit will help you Increase efficiency and collaboration across your entire organization. The system lets reps focus on high value selling behaviors all day every day, pushing up sales volume and yield.

Innovation 54

Innovation CRM Internet Sales 54

PandaDoc

JULY 6, 2021

It is not new that a B2B sales cycle is a lot longer than that of a B2C , but once converted, these are high-value selling opportunities. The ultimate target for any B2B sales team is to convert a lead into a quality sales lead. How modern marketing and sales have evolved?

B2B 52

B2B CRM Decision-making Onboarding 52

Hubspot Sales

MARCH 2, 2021

As we wait to find out what the workplace will be like post-COVID-19, we anticipate a shift in how organizations view the office. The global health crisis caused many sales organizations to quickly provide sellers with the resources needed to dive into remote selling and operate effectively and efficiently from home.

Remote Working 120

Remote Working Onboarding Sales Digital Transformation 120

SBI

OCTOBER 27, 2020

not the product, service or solution or even the organization ? With information so readily available about you and the competition online, and different B2B solutions looking and sounding more and more alike, creating a unique and different buying experience could be exactly what you need to differentiate.

Facilitation 43

Facilitation Communication B2B Decision-making 43

Zendesk

APRIL 21, 2022

To identify every need your leads may have, organize a list of questions designed to highlight their pain points. Here are a few examples: “We’ve commonly seen clients in the accounting industry struggling with data organization. Stage 5: Present your value. Show that it’s a fixable issue.

Sales 98

Sales CRM Cybersecurity Meetings 98